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the live entertainment industry has lost over 9.7 billion dollars since the beginning of the pandemic here's my question to you even though you might not have live shows going on right now what are you doing as an entertainer during this down time to build your brain now in a new era with access to new revolutionary innovative and time efficient tools if used correctly will ultimately separate you from your competition welcome to the entertainer's edge with jamal keys how you doing i'm the magic motivator jamal keys and welcome to the entertainer's edge listen um there's so many things going on right now around the world around the country and i just want to point out some things and this article a couple things out of an article that i got recently that i read recently and i'll leave the link below on the article the articles talk about when broadway comes back five ways the pandemic will transform the live theater industry now we know that live entertainment is suffering right now um some of you that do smaller shows bigger shows or whatever shows or whatever type of show you might do it trickles all the way down from of course broadway and the movie industry that's that's everything trickles down to uh what some people would call a small fries trickles down to us so in this article i'm just going to read one part of the article i'll leave the whole article below it was talk about broadway programming will shift its focus this is part of the article i'm gonna read this broadway programming will shift its focus according to broadway to the broadway league the trade organization that represents theater owners producers broadway audiences during the most recent complete season were made up of 35 residents and 65 percent tourists that's how it was before by the least estimate estimation broadway will not fully regain tourist audiences until sometime in 2025 thus broadway will need to develop and produce content tailored more towards the 35 percent of audience that held from the new york city area why am i reading that and why is that important to you this is what we need to be doing as entertainers and speakers we need to be focusing on our land or in a certain radius around where we're from right now um as far as building our brand you need to be focusing on if you do birthday parties focus on a small area concentrated area on that what focus on those type of people that you would perform for entertain for if you do uh for myself i do a lot of tourist stuff um i do tourists i live in a tourist town so indianapolis we have five indianapolis indiana we have five uh sports teams professional sports teams we have the uh the pulse baseball basketball of course we have uh another of course the the uh stock car racing and all this kind of stuff we have all these things in here where now it's time for me and my family to focus around our area really focus and embrace our area as far as entertainment goes because a lot of these conventions and stuff i would perform um and speak at as a speaker at some of these conferences you're not going to have conferences like that anymore we need to start focusing and looking at around our herd or around our area and focus on that right now that's what we need to be doing one of the stories i talk about when i do my speaking is i talk about these two men two men go to they both work for a uh shoe company part of their job is to go out with an opportunity for the shoe company one man goes to a specific island and he looks at looks around he says man these people don't even wear shoes like we wear shoes where we're from why would we you know even spend money as far as shoes go and try to spend the money to even build an infrastructure here and sell them the concept of the type of shoes we wear where the other gymnasium goes there he sees the same thing but he takes it a different way he perceives it such a different way he looks around and saying one of these people don't even know about different types of name brand shoes and what shoes do and how shoes go they don't even understand tennis shoes are for this and running shoes for this and this is for this i see big opportunity in this and that's how you need to start thinking right now as an entertainer what type of opportunity do you see um during this down time because they said according to the art group they're talking about tourism might not even start really picking back up until 2025 but that doesn't mean that we can't do shows that doesn't mean that we can't speak as speakers that doesn't mean that if anything they're going to need us even more now than ever before that's what we're going to talk about today when it first happened i'm going to tell you a little bit when this pandemic first happened i actually had a show i did a show in delaware and after delaware i did a showdown in florida of all places and after that shows start dwindling down for me they started dwindling down for me and i was hopeful because it was going to be one of our best years ever my my children have a uh a band and of course i do uh comedy magic and i also speak so my children perform live band we have a whole family show that we do together we were really excited because the year before we did a tour and a gentleman loved us on the tour it was a tour of the east coast he loved the tour so loved us at the tour so much we actually re-upped on the tour they actually had two extra dates for the tour added on what we had the year before we also he had a friend that was a producer and was going to do a mini tour tour the first tour the big tour was two and a half months the other tour was only going to be about a week and a half something like that we had a couple days a couple empty dates in there but we're really excited so i was in denial for for a while and i'm going gonna tell you how i know i was in denial is because i kept moving on a chess board the same way i moved before when i would you know do your follow-ups do this do that i had a specific set of things that i would do my daily habits that i've just you know developed along the years of 20 years of me doing this that i do on a daily basis to only help me get more shows and book more shows i was doing the same thing but during this time you can't move on the chess board the same way you moved before you have to move different before you might have been a knight on a chess board but knights move different than rooks so now you need to move like a rook if it was a night before and if it was a night if you was a rook before you need to move like a knight you have to move different on a chess board and that's what we're going to talk about today the top five things every entertainer should be doing right now during their downtime this is not the time to not do anything the art of war tells us that when it war prepared for peace and went in peace prepared for war so now you have some downtime downtime doesn't mean you don't do anything nor does it mean that you should be down on yourself for not having that speaking gig that you might have had that conviction that you might have at a conference that you might have spoke at before or that kick that you might have performed before now is not the time for that it's time for you to think different like a different chess um piece on the chess board so now let's go over the top five things every entertainer should be doing during this down time number one attach your name to a brand and or cause attach your name to a brand and or cause this is very important right now because what you're gonna see with the new people in um administration in office money's gonna start shooting out the people to keep them afloat a lot of brands um companies big brands and a lot of causes your cancer society your hurt um your heart society and different type of things like that humane society all types of different uh causes they're gonna need help right now more than ever because they can't do those big banquets that they might have been able to do before they're gonna be trying to find ways to engage their donors engaged or people that support them online and offline i have a friend of mine right now he's a comedian he does a comedy like a 10 to 15 minutes comedy before a zoom meeting for this specific company and then he comes back during the break time because they got to be on these zoom meetings or meetings all day so attach yourself to a brand or cause now here's a here's a here's what you want to do when you attach yourself to a brand of cause it's very important for you to believe in that cause believe in that cause if you do not believe in the cause they will see through it so attach yourself to something that you believe in so then you'll find yourself finding creative ways to help that brand because we all have pauses that we believe in my family um believe in the arts so we a lot of causes that we help out is the arts we help different theaters that we performed at before we do different type of fun zoom stuff with them online offline helping them out as far as the theaters go because theater theaters aren't doing as well according to the article they're not doing that well so learn how to attach your at this time attach yourself to a brand and or cause attach yourself to a brand and or cause that brings us to number two learn how to be useful a lot of people talk about they don't like being used but the reality of it is in business when i hear people say that i can understand it they don't understand how business goes if you ever been to a business networking meeting um i've been to a lot of them where you state your name you state what you do what you can do and then everybody is like a business mixers and different stuff like that the whole idea is people figuring out a way of how they can use each other that's the whole idea of that how do we use each other how can i use what you do to help me think about it if you're not if you don't know how to be used then you have no use for that person learn how to be useful to them so they can be useful to you so when you do attach yourself to a brand and or cause or attach yourself to other people that might that you might be able to help they can help you with your uh with the resources that they have think about do an assessment of your own resources if it's the resources of your talent not only your talent your equipment i learned how to be useful to other entertainers maybe you guys with other entertainers and other speakers you guys can create a brand together learn how to be useful the problem that we do and the problem that we always a lot of a lot of us end up doing a lot of people end up dying still doing this they don't learn how to be useful then they go through life upset because the person used them and they didn't know how to use be useful to they learn how they're useful to that person but didn't learn how that person is useful to them remember in life people only come to you for a reason for treason and um for a reason season or treason that's it people only come to you for reason season or treason and you need to always think on that because if if you can't be useful to someone if they can't be useful to you then both of you guys are just going to be talking about what you're going to work on how you're going to work on it what you might do what you what you thinking about doing and all that kind of stuff this is not the time for that right now you need to be very strategic on the chessboard of what you're doing how you do things on the chess board so learn how to be useful and learn what people can be useful for you what resources you have what resources they have combine your resource stuff to only build a brand stay afloat keep your uh brand um very frequent in people's faces you want to learn how to be used that brings us to learn number three learn how to integrate online and offline marketing and sales services online and offline marketing and sales services you know back in the day um no let me say this i had a young man tell me how he was excited that he had half a million followers on instagram i told that sounds great but will they buy from you will they buy from you if you have a half a million followers and they won't buy your products and or services who cares you are in the business of speaking and entertaining who cares if you don't have anything to offer them and they wouldn't buy if you offered it who cares what you are because he was really excited about how he gets paid from you know the people the algorithms and all that on youtube all you are is a youtube employee now if you learn how to integrate the traffic that's coming from youtube and other places and push them somewhere so that you can now upsell them on something later offer them your products and their services later now we're talking but if they have you have a half a million followers somewhere and they won't buy your products and their services or or not only that you're not moving them into a sales funnel who cares it doesn't matter what you're doing is you're building youtube and some of the social media brands up and you're not getting anything from it that's the reality so now learn how to integrate online and offline services this is nothing new what i'm saying here back in the days they used to have direct mail marketing in direct mail marketing you would basically get something in the mail somebody give you something in the mail um it goes to you in the mail and then um they they would know who to send it to in the mail by the demographic of whatever so like for example they would know in a certain area um you have families uh with two children in that area the families with two children in that area we're going to go ahead and uh mail them this particular newsletter saying how we have furniture for families in that area and then they would have a good deal for it that was a direct that's how direct mail started that would direct mail marketing started and you would get it in the mail people get excited they'll have a deadline on it and you would have to go and buy it and all that kind of stuff because you get excited because of course it's a deal it's a call to action to it then that turned into what they had was catalogs they would have catalogs they would mail these catalogs sears jcpenney montgomery wards uh all these kind of big uh i remember another one now i'm calling my name out now service merchandise was my favorite service merchandise was like a best buy actually best buy is watered down uh service merchandise so not only electronics but all kinds of other stuff electronics it's fun electronic stuff so they wouldn't know when you go buy something service merchandise they would get your mailing address or your information and you know you're gonna get something in the mail for the spring catalog you would always get a spring fall winter and summer catalog use that same technique and strategy for your online marketing for example if you do youtube and you have a youtube thing use text marketing have something that goes across as text marketing offer them something so then now you can have their information you can now upsell them on whatever you need to upsell them on or maybe you might not even upsell them you might just want to add them to the herd of potential prospects but learn how to integrate online and offline marketing learn how to integrate the two you can get their emails and start an email list now's the time to do it because once you build the infrastructure it just runs itself then and i always i was i was laughing at this young man who's talking about how he doesn't have a website websites are dead i'm starting thinking like websites is where you would direct them to because you control that you control the website you can have a landing page they go to you can have several different landing pages that they go to but you control that that's i always tell people when i do talks my marketing talks a website is nothing more than an employee that works 24 7 and you have to only pay them pennies on a dollar let me say that again a website is nothing more than an employee that works for you 24 7 and you only have to pay the pennies on the dollar the problem is is we're not integrating our website and learning how to connect our onl ne offline marketing and get them to uh go to and hurt them to our sales funnel at our website or at least heard them to the website now's the time to do it to build that infrastructure so that's number three learn how to integrate online and offline marketing services and strategies to build your brand and build your client base number four find creative ways to digitize your creativity find creative ways to digitize your creative um talent we're in an era right now where everything is digital i came from the era of i remember having to uh i would uh i had to just say no a vhs system that was a vhs tape and had a whole bunch of booklets and different things in there that i would sell to school systems i would sell that for like 197 into school systems all over the country that was uh when i back in the late 80s early 90s i would do that then it turned into dvds dvds was the next media before before i did vhs tapes you said people that did audio tapes because i had some of their audio tips to learn stuff um did it evolve from dvds and now you have additional things where people get flash drives and and now it even is evolving even more when people just could get it downloaded to their phone so learn how to digitize your how-to you can always do how-to videos you can always do entertaining type of videos whatever you wanna whatever you whatever your creativity um is the sky is the limit on your creativity on that but learn how to digitize your talent digitize it whereas compact for people can get it right away um people can get this learn how to do this that people can be entertained learn how to digitize your talent i have a friend of mine real good friend of mine c magic he's working on that now i i see his evolution of what he's working on he has a youtube channel and the youtube channel has uh he's doing the adventures of c magic and lady v lady v is his wife and i love his i love his uh his concept of where he's pushing is because really all his concept is he's going to keep his heart around him he's going to entertain him and instead of just doing the magic trick he's doing entertainment because now as lady v says something and he makes some magic happen and boom something happens a lot of people might call that cheesy but he knows how to engage he's learning how to engage the audience so why he does all these videos mark my word why he's gonna continue to do these type of videos [Music] six months a year from now two years from now he's gonna have market share that the other people that talked about him has some uh distinct things to say about him um has some disparaging things to talk about him behind his back and probably in the front of his back or whatever he's building he's using learning how to digitize his creativity he's learning how to digitize his creativity learn that start working on that how do you digitize your creativity that brings us to last but certainly not least now's the time for you to study a market so you can pull a whale and um sales they call a whale is like a a big account a very big account that's what you need to be studying right now study a market the art of war tells us when we study a land the person that knows the land well is going to win if you know the land you're going to win just because you you know how everything moves let me let me tell you how this works let's say you want to get in good with a certain theater let's use a theater for example [Music] you want to you want to know where that theater is funded who funds the theater you want to know all of the board members of that theater you want to know what the board members do in the theater you want to know who works is it a union theater what union are they connected to you want to learn everything about this theater if you want to pull in that theater and do uh shows in that theater three to four or five shows a year in that theater when everything goes back to normal or since abnormal because i don't even think everything is going to go back to normal i have a prediction that's a later video that i'll talk about my prediction of what's going to happen in 2021 um in 2022 and 2023 but you want to know everything about that market you want to know the glossary words for that market you want to know what what's the glossary words so you can speak a certain way in the market i learned that a long time ago when i did my first talk i did my first talk for at a conference of in the conference it had a bunch of fortune 500 company owners so these are multi-millionaires in there and i was there doing my talk on how to uh pep up your employees uh employ morale and that kind of stuff one of my talks and um usually before when i would go talk i would always the night before if they have something going on the night before i like to sit back and just observe so then i can always tell them i talk to certain things that they might uh that certain things that might be concerning to them so you you know you do a few of those conferences you start talking about you start hearing things that are you know what quarter how the quarters are going on for certain companies um how certain companies employees how they're having problems with the hr department you you learn different different type of words and phrases to get you in the door and get you more um i guess it gets you more into tune of what they might need from you so that you can be useful to them instead of you just up there saying all right we got but we might have a good time yeah let's do it no no we're going to talk about things that are concerning to you on one of my uh when i do a pre-show i got a pre-show form that people fill out i'll talk about on a pre-show form when i do my talk so even when i do my shows on the pre-show forum it talks about you know what are some of the concerns that you want mall keys to talk about concerning you and your staff and you and your crew i go through that so you want to study your market so well that you want to know if it's money being sent to that market if that what what what's the average cost of who they paid to do what you want to do for them in that market um how much they might even pay for if they do a conference how much do they usually pay for that room you want to start studying that right now because believe it or not you're not going to have the time to do that once everything gets back to a sense of normal now now's the time for you to do that and you know when you do that i'm gonna tell you what's gonna happen is you're gonna start seeing other markets inside of markets pop up you're gonna see how how many markets have other markets and other things that you can market yourself and your products and or services too as a speaker as a performer you're going to start seeing that but study of a market so that you can pull in a whale you want to study a market that what's your wish list what's your wish list now's the time you do it what's your wish list start studying that market every week every day dedicate 20 to 30 minutes a day minimum on that market on that particular market so that brings us to everything let's go through everything the five things that every entertainer should be doing right now during this down time first one attach your name to a brand and or cause attach your name to a brand or and or cause number two learn how to be useful learn how to be useful remember if people don't find use in you then you can't be useful to them so learn how to be useful all right number three learn how to integrate online and offline um marketing tools online and offline marketing centers learn how to integrate them so that you can build up your client base potential prospect list you want to get your own list of people in a certain demographic that like what you do you want to start creating that right now that brings us to number four find creative ways to digitize your creativity find creative ways to digitize your creativity we're going to talk about it in a later video some easy to implement strategies on how you can digitize what you do how you do it number five study a market to pull in a big whale study a market so that you can pull in a big whale you want a big whale you want to close a big deal so start studying the market everything that that market does on a daily basis monthly basis yearly basis you want to know who's on the boards what type of people they have on boards you want to know what type of events they do every year so that you can find a way to attach yourself to them and tell them show them how you can help them out with your talent i hope that helped everybody out please be sure to uh if you like this content press the like button if you have some other ideas simply put them in the comment of some other ideas maybe you have not only five you have six or seven or eight things put them down there because together as speakers and entertainers we're going to get through this entertainer speaker you know that the business is very competitive and having the right online and or offline marketing and sales strategy is key to getting a yes or no in closing the sale or getting more clients why not take advantage and give yourself the edge needed with a free download of jamal's top selling book 101 ways to market and advertise you this free download will give any entertainer and or speaker the easy way to implement tools needed to stand out and vanish the competition simply visit www.sellingwithmagic.com and download your free copy of 101 ways to market and advertise you now while supplies [Music] last [Music] um